ORSA TECHNOLOGIES LLC Solution-Based Engineering and Analytics How - - PDF document

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ORSA TECHNOLOGIES LLC Solution-Based Engineering and Analytics How - - PDF document

Arizona Chapter The Aerospace & Defense Forum October 13, 2016 ORSA TECHNOLOGIES LLC Solution-Based Engineering and Analytics How 8(a) Companies Survive and Thrive in the Federal Market Jonathan Woodruff | President & CEO


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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 1

ORSA TECHNOLOGIES LLC

“Solution-Based Engineering and Analytics”

How 8(a) Companies Survive and Thrive in the Federal Market

ORSA.co | 420 East Fry Boulevard, Sierra Vista, Arizona 85635 | 520-335-1265

Jonathan Woodruff | President & CEO | Woody@ORSATechnologies.com SBA Certified 8(a) and Service Disabled Veteran Owned Small Business (SDVOSB)

The 8(a) Program

SBA’s 8(a) Business Development (BD) Program

  • ffers a broad scope of assistance to small businesses

for which you might be eligible Designed to help small, disadvantaged businesses compete in the federal marketplace Helps socially and economically disadvantaged entrepreneurs Commercial and Government markets Primary owner(s) must control 51% and manage the company

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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 2

The Benefits

Specialized business training, counseling, marketing assistance and high-level executive development SBA-guaranteed loans and bonding assistance Sole source contracts Mentor Protégé and Joint Venture arrangements

8(a) Types

Super 8(a)

  • Sole source any contract of any value
  • Sole source contract cannot be challenged by another

participant or any other party (§124.517(a))

  • May form and operate multiple 8(a) companies without

regard to affiliation

  • Affiliation rules, applicable to size standard determinations

by the SBA, do not apply to tribal 8(a) enterprise

  • Any firm that is owned 51% or more by a tribe is presumed

to be socially disadvantaged without formal explanation (see§124.112(b)(2)). This avoids having to produce a substantial amount of evidence to prove disadvantaged

  • status. A tribe, though, must show that it is economically

disadvantaged.

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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 3

8(a) Types (Cont.)

8(a)

  • Sole source contracts up to $4 million for goods and services

and $6.5 million for manufacturing

  • Set-aside contracts reserved exclusively for 8(a) participants
  • Sole source contract cannot be challenged by another

participant or any other party (S. 124.517(a)

  • Forming Mentor-Protégé and Joint Venture teaming

agreements to reach larger contracts

  • Maximum of 9 years in the program

8(a) Certification Process

Collect official copies of articles, licenses, and permits Obtain DUNS Number from Dunn & Bradstreet Obtain Tax Identification Number or Employer Identification Number from IRS Create a profile in the Federal Government’s System for Award Management (SAM.gov) Get a free SBA General Login System User ID Complete the application online Mail the application package, supporting documents and checklist to the SBA

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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 4

Marketing to Win

Fort Huachuca marketing efforts Fort Huachuca organizations Annual revenue by organization Key requirements by organization US Army Contracting Command – Fort Huachuca

Opportunity Advancement

Level 5: Level 4: Level 3: Level 2: Level 1:

Contract Award – PM Delivering Excellence

  • Signed contract with a confirmed start date
  • Sale completed handoff to PM/Task Lead
  • A qualified PM is selected, project planning, start-up and execution begin

RFP Out and Proposal Efforts On Going

  • Data Calls produced
  • Deliver detailed pricing
  • Contracts for review and/or approval

Capture Development NDA & TA

  • Qualified opportunities with confirmed partners
  • Work Share defined against the clients/partners requirements, plans or mission
  • Value proposition is delivered to client/partner w/ features, advantages & benefits

Partner or Prime Strategy

  • Opportunities are discussed with partners, then qualified
  • Opportunities are vetted against client requirements
  • Opportunities are reviewed at sales team level and bid/no-bid decision by C-Staff

Pipeline/Forecast/Bid Agenda

  • Ideas not vetted and unqualified are presented weekly
  • Opportunities align with the strategic plan, marketing plan or bid agenda
  • Strategic Plan, Emerging markets and prospective clients / partners
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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 5

Opportunity Management

Discovery Discovery Shaping Shaping Proposal Proposal Negotiation Negotiation Delivery Delivery Close out Close out Analyzing industry trends & evaluating our marketplace Proactively ID segments of the market we want to compete in Positioning Products and Services before a specific

  • pportunity is

identified. Engage clients early and often, long before developing specific

  • pportunities

Good planning and preparation save dollars and improve

  • ur PWIN

percentage Capture planning drives great Proposal Planning Waiting until the RFP comes out to put together strategic information and

  • rganize our

approach invites disaster and automatically lowers the pwin by 50% Process begins after the proposal drops Use a systematic, repeatable set of activities ensures that the proposal is compliant, responsive, strategically sound, consistent and on time Recovering from any engineers change orders

  • r clarifying

questions form the KO Request a debrief

  • n all

proposals submitted Conduct internal after action review and record lessons learning A repeatable and predictable process for handing off from sales to delivery and beyond

8(a) Strategies

8(a) Mentor-Protégé Strategy & Benefits 8(a) to 8(a) Partner Strategy & Benefits 8(a) to Large Business Strategy & Benefits ORSA Technologies - Management of an 8(a) Company

  • Facility Clearance
  • Subcontracting
  • Past Performance
  • DCMA and DCAA Certifications
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The Aerospace & Defense Forum Arizona Chapter October 13, 2016 6

8(a) Acquisition Strategy

ORSA Technologies, – Direct Award Acquisition Strategy 8(a) sole-source provides a simplified and shortened acquisition

  • ption – measured in days

Lowered admin costs – evaluating one response verse multiple Directly negotiated best value pricing – time and cost control Agency credit for small business promotion Subject Matter Experts – with a history of supporting this high- priority, emerging functional area $4M or less effort for Services and Materials

8(a) company markets to Agency 8(a) company markets to Agency SBA certifies 8(a) company eligibility SBA certifies 8(a) company eligibility SBA sends acceptance letter to Agency SBA sends acceptance letter to Agency Agency sends RFP/RFQ to 8(a) company Agency sends RFP/RFQ to 8(a) company 8(a) company responds to RFP/RFQ 8(a) company responds to RFP/RFQ Agency prepares award / Purchase Order Agency prepares award / Purchase Order Agency sends copy to the SBA Agency sends copy to the SBA

ORSA accomplishes

  • bjectives by

aligning our program support closely with our customer’s

  • rganization and

minimizing layers

  • f corporate

management

  • versight.

We leverage our proven “People, Process & Tools” methodology to provide responsive action and effective communications across the team. Our Performance Approach will use a combination of industry-proven processes and tools along with new innovative ideas. We manage our contracts by nurturing customer relationships built

  • n trust,

communications, dependability, integrity, quality and dedication. We directly involve and engage our customers from the very start to ensure quality service and

  • satisfaction. We

extend our corporate quality culture to each task by applying the following management principles:

  • Customer

Satisfaction

  • Staffing Expertise
  • Quick Response
  • Comprehensive

Oversight

  • Continuous

Improvement

Strategically Focused

Management

  • Capacity. ORSA

Technologies LLC brings over 25 years

  • f experience

managing workforces across multiple locations. We utilize the best practices from the Project Management Institute and have Certified Project Management Professionals (PMP) in management roles to implement a proven structured approach to planning and executing multiple events across the contract. Our Quality Assurance approach applies quality– conscious work practices in all day- to-day activities with program and functional management personnel providing guidance to staff. It also incorporates periodic, independent audits, through the Quality Control Manager, to ensure compliance with corporate policy and provide an effective means to promote and confirm continuous improvement while providing feedback

  • n performance.

Vision Federal Services provider of choice for Engineering Services, Information Technology Services, Intelligence Surveillance and Reconnaissance Services , and Operations & Maintenance Services. To achieve our vision we understand we must be recognized by our Clients, Employees, and Partners as a company that understands requirements, provides the best and most highly skilled employees and consistently produces strong results at a competitive price. Mission Deliver superior, professional services to government and commercial markets that are recognized by our client as “Quality Advantage”. Our mission success depends on making a “Quality Advantage” with People – Process – Innovation & Technology. Our comprehensive Corporate Management Support includes Quality, Program, Contract, Financial, Sales and Relationship Management. Relationships – Results – Growth

Commitment Quality Management Benefits